Chapter 2 - The Personal Training Profession

Question 1

What are some career development opportunities for personal trainers?

Answer 1

• Personal trainer
• Fitness manager
• General manager
• Facility owner
• Adjacent careers

Question 2

What are some factors to consider before making a commitment to an employer?

Answer 2

• Sales and marketing responsibilities
• Target niche population
• Daily commute
• Additional benefits
• Reputation of the company

Question 3

What is a low-cost health club?

Answer 3

A facility that offers a low price membership with very few amenities and usually 24-hour access cards instead of hiring additional staff. Access to personal trainers or group exercise usually comes at an additional cost, if offered at all.

Question 4

In order to maintain a NASM CPT certification, how many CEUs are needed every 2 years?

Answer 4

2

1.9 of these credits need to come from continuing education while the remaining 0.1 comes from recertifying CPR and AED.

Question 5

What are the two main reasons clients will return to a facility?

Answer 5

1. They have learned to enjoy exercise and physical activity
2. The service they receive is enjoyable and they feel a sense of community

Question 6

What are some unique selling proposition examples for personal trainers?

Answer 6

• Specializations in particular populations
• Additional certifications or degrees

Question 7

A marketing plan should address the four Ps of marketing by:

Answer 7

• Communicating the benefits of using a product
• Identifying a competitive price for the service
• Determining how the service will be promoted
• Selecting the place or method of distribution

Question 8

What are nonprofit health clubs?

Answer 8

A fitness facility that is run by a nonprofit organization such as a YMCA. Nonprofit gyms will charge a monthly membership and will use the revenue to improve the facility and fund a wide range of community events. While the facility does not generate money for the owner, they still require staff to sell personal training packages just like any other health club.

Question 9

Clients who are hiring a personal trainer are looking for what?

Answer 9

• Accountability
• Support
• Feedback and guidance
• Results

Question 10

What are the 4 Ps of marketing?

Answer 10

1. Product
2. Price
3. Place
4. Promotion

Question 11

What should you do as a part of the pre-interview process?

Answer 11

• Read job description
• Research the company
• Practice answering potential interview questions
• Prepare at least three questions in advance for the interviewer.

Question 12

Current personal trainers are responsible for doing what for their clients?

Answer 12

Designing exercise programs that integrate all the systems of the body using a variety of exercises that improve balance, coordination, core strength, overall movement quality, and health.

Question 13

Define:

Marketing

Answer 13

The process of promoting a service for the purpose of communicating the features, advantages, and benefits.

Question 14

What should a personal trainer include on their resume if they have never had personal training experience or education?

Answer 14

All skills or professional experience that relate to sales and customer service.

All previous professional experience will have some skills related to personal training. These skills and tasks should be presented before tasks that do not matter to the personal training industry.

Question 15

What are some tips you can use to always deliver exceptional service?

Answer 15

• Smile
• Say hello
• Listen
• Act as if you are the owner
• Introduce yourself and ask for the individual’s name
• Talk in terms of the other person’s interests.

Question 16

Why are personal trainers considered the most important employees of a health club?

Answer 16

They are usually the people with the most contact with club members and help members achieve their goals.

Question 17

What are some of the various continuing education opportunities to earn CEUs?

Answer 17

• Trade shows
• Workshops
• Online courses and quizzes
• College class credits
• Industry contributions
• Earning additional certifications and specializations

Question 18

What are the three stages in the sales process?

Answer 18

1. Identifying a customer’s needs
2. Communicating solutions for their needs
3. Making the sale by asking for a financial commitment to solving their needs

Question 19

Who were the first people to be considered personal trainers?

Answer 19

Bodybuilders and athletes in the 1970s

Question 20

According to NASM, a resume should be what four things?

Answer 20

1. Creative
2. Organized
3. Unconventional
4. Vulnerable

Question 21

What are the most common ways to identify a new prospective client?

Answer 21

1. Asking for referrals from existing clients
2. Working the floor
3. Obtaining leads provided by the sales department
4. Answering inquiries from social media and email

Question 22

What does a SWOT analysis stand for?

Answer 22

• Strengths
• Weaknesses
• Opportunities
• Threats

A SWOT analysis is a professional development tool that helps individuals identify their personal strengths, weaknesses, opportunities for growth, and potential threats to success.

Question 23

What are some adjacent careers personal trainers can do?

Answer 23

• Master instructor
• Writer or blogger
• Strength and conditioning coach
• College or trade school instructor

Most adjacent careers require additional education (usually in the form of a Master of Science degree in a related field) as well as additional certifications and training.

Question 24

Define:

Unique selling proposition

(USP)

Answer 24

Highlighting unique skills or traits during a sales presentation that allow an individual to stand out from the others.